Understanding the Sales Force

SEPTEMBER 23, 2014

I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. Elimination of unqualified demos , presentations, proposals or quotes - most salespeople can''t wait to demo and send proposals but they are usually unqualified and that begins chase mode. Should we shorten baseball games?

Sales Cycle 199

Sales Cycle Proposal Decision Maker Sports 199

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Cincom Smart Selling

MARCH 16, 2017

Being a successful company today means keeping track of countless interactions with prospects and leads — all of whom could be in different stages of the sales cycle. The longer a prospect lingers in the pipeline, the more time and resources your sales staff are investing in them, and the higher the risk of them choosing a competitor.

Sales Cycle 54

Sales Cycle Software Software Tools 54

No More Cold Calling

JANUARY 29, 2015

For ideas to fill that funnel and make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: How to Avoid the Trash Folder If you’re sending emails to prospects you don’t know, don’t be surprised when you get deleted. We try out a new tool for a while and then move on to the next.

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

Hubspot Sales

MARCH 10, 2020

As recently as 2015, a sales pipeline was a rudimentary look at your ability to meet or exceed your quota on an aggregate basis. Meeting scheduled — typically referred to a scheduled introductory meeting where a salesperson would qualify the prospect and determine if they were worth pursuing. Identify lead and lead type.

Pipeline 111

Pipeline Lead Rank B2B Marketing Qualified Lead 111

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. Why Change Now? – Why Your Solutions? #2

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

InsideSales.com

JUNE 12, 2020

In place of “management by walking around”–digital tools, instrumentation, and metrics. Very few of us have gone so far as to suppose our seasoned enterprise reps want or need new digital tools to get their jobs done. They may use a personal cell phone to follow up on customers and prospects. CRM–not optional.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

Hubspot Sales

JULY 13, 2023

79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. The Fear of Becoming Over-Reliant on AI Tools AI can be addictive , and 39% of sales professionals are afraid of becoming over-reliant on AI tools.

Data 79

Data Hiring Guidelines Lead Rank 79

SBI

JUNE 21, 2015

Get to know your sales tools in just 2 minutes a week. The platform can be customized to deliver precise prospect searches for any industry. Once you discover the best prospects, you’ll need to engage them with insight that shows you bring real value to the table. Until then…Sell Smarter, with smart selling tools.

Ideal Customer Profile 50

Ideal Customer Profile Advertising Advertising Proposal 50

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Sales Hacker

MARCH 1, 2021

There’s no question that email is still one of the best ways to get in touch with potential sales prospects. This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. Use social media to warm up your prospects. Need proof? This is more than the 3.8

Data 121

Data Social Media Scale Follow-up 121

SBI

JUNE 14, 2015

Get to know your sales tools in just 2 minutes a week. DocuSign makes it easy for prospects to review and approve contracts quickly, from anywhere in the world. Stay tuned for our next episode when I talk about a a single source for lead discovery, account planning, research, and presentations & proposal generation ….

Ideal Customer Profile 50

Ideal Customer Profile Proposal Sales Tools Tools 50

The ROI Guy

JULY 11, 2017

So how can you best address these changing buyer trends and add more value to each and every prospect engagement? In particular, you should be spending more on interactive, prescriptive content such as diagnostic assessments, benchmarking tools, product advisors and ROI / TCO calculators.

B2B 66

B2B ROI Buyer Competition 66

SBI

MAY 31, 2015

Get to know your sales tools in just 2 minutes a week. Sales ToolSkool Video Transcript: This week’s topic is creating, managing, and getting signatures on your proposals. Your prospects can sign immediately without any printing or scanning, and they can even forward it if someone else needs to sign.

SalesForce 50

SalesForce Proposal Sales Tools Tools 50

Hubspot Sales

MARCH 23, 2018

But because selling is a two-way interaction, the science behind sales also covers the other party in the engagement: prospects, leads, or customers, depending on the stage in the sales process at which they are being engaged. Make it something the prospect can be infected by. Set the agenda and stay in control. Use emphasis wisely.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

The ROI Guy

MAY 7, 2015

As a result, your prospect is more apt to stick with the status quo – their legacy solution and processes - versus moving forward with your proposal. Have you diagnosed the challenges properly, showing the prospect that the issues are bigger than they imagined? So why did these deals fail to evolve to “Yes”? Our advice?

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

The ROI Guy

DECEMBER 2, 2014

The Q&A discussions focused on the latest SiriusDecisions sales enablement research and why it is so important to review and adjust current sales enablement strategies and investments in order to be effective in 2015. What does SiriusDecision’s research indicate as the top business issue for sales in 2015?

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

The ROI Guy

MAY 19, 2015

Prospects and sales reps are all to easily lost in a sea of content. According to, Jim Ninivaggi, service director of SiriusDecisions’ Sales Enablement Strategies service, it can take as many as nine tech tools for a rep to prepare for, execute and follow up on a sales call. Provide portable tools that facilitate the conversation.

Marketing 73

Marketing B2B Proposal Call-back 73

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

JULY 8, 2014

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

The ROI Guy

OCTOBER 24, 2014

“Challenger” There were three powerful numbers discussed at the Summit that I believe will have a profound impact on your strategy and success in 2015: 94 5.4 Tailor: Delivering content that is tailored or dynamically interactive to address individual prospect challenges and value drivers.

Decision Maker 90

Decision Maker Buyer Persona Oracle Buyer 90